The non-secret of achieving success: self-confidence

If you want to gain new self-confidence, look for old information. Old is often new.My morning read consisted of this passage from Napoleon Hill's...

A goal is a dream with a plan — and other ridiculous fairy tales

My mother never went to Europe. She talked about it, dreamed about it — even opened a travel agency at age 55. She never...

What drives you into the sale — and drives you out with the order?

Got a company mission statement? “Yes, Jeffrey. We do.” Really? Can you recite two words of it? “Uh, no.”How come? Dude, it’s your mission....

The ‘why’ of sales will lead you to be the wise salesperson

I sat in a Jim Rohn seminar one day in 1995 and heard him say, “Formal education will earn you a living. Self-education will...

It’s been a long time coming: a new way to view change!

Change is coming. Got fear or joy? Got worry or positive anticipation?Putting your head in the sand or headed to the beach to relax...

A penny saved is a penny earned — or is it?

Ben Franklin sought to cultivate his character with a plan of 13 virtues, which he developed at age 20 (in 1726) and continued to...

Three more big sales questions and bigger answers

Here are a few more sales, business and life answers that can help you make more sales today and help you build a personal...

Jeffrey responds to 3.5 big questions with 3.5 bigger answers

Here are 3.5 answers to 3.5 questions frequently asked by salespeople:1. How come people don’t call me back?People not calling you back is not...

Proper, precise, purposeful response shortens sales cycle

How do you respond to your customer’s words and barriers?The answer is: carefully, truthfully and with authority.Whether it’s a bold statement in response to...

The old way or the new way? It’s really not a choice anymore

My sales perspective flies in the face of traditional selling. And it’s not just a disruption — it’s the new way of sales. What’s...

You cannot ignore the present — it’s where your sales are

My sales perspective flies in the face of traditional selling. And it’s not just a disruption; it’s the new way of sales. What’s your...

The power of paying attention: Use it to win!

Since my earliest days of personal development study, my mantra has always been: “Stay a student.” I attached an affirmation — a strategy— to...

Salespeople have questions — Jeffrey has answers

Jeffrey, as you often suggest, my company is going to start filming client video testimonials. There will be some clients we would not invite...

Face-to-face networking still is key to connections

How important is face-to-face networking to sales, relationships, career and success?I asked my commercial insurance agent, John Cantrell, to give me a synopsis of...

How’s your networking? Better if you follow the rules

I went to a networking meeting hosted by a formal networking organization called Business Network International.Many of you know this group; they have meetings...

Don’t just listen and learn — take action and do

Salespeople already know everything — the problem is they just don’t do it.And sales is not about “knowing” — sales is about “doing.”I was...

‘Think and Grow Rich’ — it’s a timeless classic

Napoleon Hill’s “Think and Grow Rich” is full of timeless lessons. “Thoughts are things” is the title and the first words of the first...

What’s your ‘type’? Mine is ‘sales successful’

Everybody talks about “types” of people to figure them out.Salespeople are all taught to mirror, model and typecast their prospective customers. Big mistake. It’s...

What do you do when workplace ‘change’ happens?

For most people, “change” is a mixture of what was, what used to be, what I’m being faced with now, what I believe the...

What is the key that unlocks the sale?

Is there a one-word answer to making more sales?Listening? Presenting? Talking?Probing? Assessing? Closing?No.The key that unlocks the sale is harmonizing, but you’d never know...

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JULY 26 ISSUE

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